Comprehensive course analysis
Who should attend
- Experienced managers, executives and mid-level professionals that require skills in bargaining and persuasion
- Emerging leaders who want to increase their comfort-level in negotiations
- Experienced negotiators looking for new techniques
About the course
Influence success. Create value.
Sharpen your ability to maximize value.
You negotiate all the time—whether it’s with clients or partners, vendors or colleagues, leadership or new hires. Successful negotiations require personal-awareness, preparation and practice.
Rotman’s Negotiations program gives you proven strategies to navigate complex situations so you can create value and enhance key relationships.
In just three days, you’ll be guided from simple, everyday situations to complex scenarios through interactive simulations, extensive feedback and insights from real-world examples.
Practical, applied learning.
Whether you’re a seasoned negotiator looking for a formal refresher or an experienced leader looking to broaden your skillset, you’ll leave the program with enhanced skills to create and optimize value. Accelerate the development of your negotiation skills by:
- Practicing and evaluating different negotiation strategies
- Analyzing real cases for insights
- Using quantitative and qualitative feedback to sharpen your negotiating style, ethics, and strategies at the bargaining table
- Gain deeper insight through our Negotiator Self-Assessment.
Not only will you be able to take stock of your progress each day, you'll also receive a deeper understanding of your preconceptions, knowledge, skills and abilities in negotiating. By the end of the program you will be able to evaluate the success of a negotiation, optimize value, lead negotiating teams effectively, communicate and persuade, and influence success to create value for your organization.
Day 1: Measure Success
- Introduction to Negotiations
- Distributive Bargaining
- Integrative Bargaining
Day 2: Increase Flexibility
- Complex Negotiations
Day 3: Manage People
- Insights Exchange
- Negotiating Ethics
- Dispute Resolution
Glen Whyte is a Professor of Organizational Behaviour and Human Resource Management at Rotman. His research interests include topics related to individual and group judgment and decision making, and managerial negotiations. Glen is a former Associate Dean of Curriculum at Rotman, and is currently...
Geoffrey Leonardelli is a Professor of Organizational Behavior and Human Resource Management at the University of Toronto's Rotman School of Management, with a cross-appointment to the Department of Psychology. His research discoveries focuses on intergroup relations, self and identity, diversity...
Chen-Bo Zhong is a Professor of Organizational Behavior and Human Resource Management at Rotman School of Management. His research focuses on ethics, moral psychology, decision making and unconscious processes. He has published in journals such as, the Science, Psychological Science, Administrati...
Dr. Guy Itzchakov is an Assistant Professor at Ono Academic College, Israel. Guy received his Ph.D. from the Hebrew University of Jerusalem in 2017. His focal line of research draws on Carl Rogers’s theory and focuses on how attentive and non-judgmental listening facilitates a change in the speak...
Professor Phani Radhakrishnan is Associate Professor of Organizational Behavior and Human Resources at the University of Toronto. She conducts research on the role of culture and race in organizations. She obtained her PhD in Industrial/Organizational Psychology from the University of Illinois, U...
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Because of COVID-19, many providers are cancelling or postponing in-person programs or providing online participation options.
We are happy to help you find a suitable online alternative.